[cbush]

The key is perception of a fair price. And from the threads I have read here, there is a pretty big gap between what customers expect to pay- wholsale price, and what dealers ask- retail price. Unless the dealer can demonstrate the value difference, I don't see how the customer is going to be satisfied. At least if they negotiate some is helps with the perception.

Big difference between new and used cars of course. I could not get the dealer to negotiate, so I found a buying service that gave me a price a little over invoice, and I perceived that I got a good deal and bought the car.

If I asked you to find me a used car, and you found me a very nice one in the right price range, I would trust you since you seem very reasonable in your posts. With a local dealer--I would not trust them on a used car.

I think if you said- this is what I paid for the car, this is my markup, and thus I can sell the car for this, you would make the customer feel like they were in control. I don't begrudge a dealer on a profit, I just have a perception from years of experience, that used car salesman are trying to take me for all I've got, and laugh behind my back when I leave.